If a Horse Can Do It, So Can You (technique No 8)

Have you ever been watching TV when the phone rings? Someone asks you to hit the mute button on the television so they can talk. Because there’s no sound now, you watch the TV action more carefully. You see performers smiling, scowling, smirking, squinting, and scores of other expressions. You don’t miss a bit of the story because, just from their expressions, you can tell what they’re thinking. Hans’s Horse Sense is just that—watching people, seeing how they’re reacting, and then making your moves accordingly. Even while you’re talking, keep your eyes on your listeners and watch how they’re responding to what you’re saying. Don’t miss a trick.

Are they smiling? Are they nodding? Are their palms up? They like what they’re hearing.

Are they frowning? Are they looking away? Are their knuckles clenched? Maybe they don’t.

Are they rubbing their necks? Are they stepping back? Are their feet pointing toward the door? Maybe they want to get away.

You don’t need a complete course in body language here. Already your life’s experience has given you a good grounding in that. Most people know if their conversation partners step back or look away, they’re not interested in what you’re saying. When they think you’re a pain in the neck they rub theirs. When they feel superior to you, they steeple their hands.


Technique #8

Hans’s Horse Sense

Make it a habit to get on a dual track while talking.Express yourself, but keep a keen eye on how your listener is reacting to what you’re saying. Then planyour moves accordingly.

If a horse can do it, so can a human. People will say you pick up on everything. You never miss a trick. You’ve got horse sense.

You now have eight techniques to help you come across as a confident, credible, and charismatic person who makes everyone he or she comes in contact with feel like a million. Let’s explore one last technique in this section to put it all together and make sure you don’t miss a beat.